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Producers
& Intermediaries
Manufacturers
Manufacturer direct
to customers
Independent Manufacturer
middlemen owned
Resell to
Industrial,
commercial,
other
Retailers or
Wholesalers
institutional
concerns
Agents, Brokers, & Commission Merchants 2
Involvedin
Involved inbuying
buying& &selling
selling
whileacting
while actingononbehalf
behalfof
of
clients
clients
Commissions
Commissions
on
on
sales
salesor
orpurchases
purchases
2
Manufacturers’ Sales Branches & Offices
Distribute
Owned & operated by
manufacturer’s
manufacturers
products at
wholesale
1987—1997
69.7% Manufacturer’s sales branches
& offices
Manufacturers’
Agents
Market coverage
Sales contacts
2
Agent Wholesalers’ Distribution Tasks
Selling agents
Market coverage
Sales contacts
Order processing
Marketing
information
Product availability
Customer services
2
Agent Wholesalers’ Distribution Tasks
Brokers
Market coverage
Sales contacts
Order processing
Marketing
information
Product availability
Customer services
2
Agent Wholesalers’ Distribution Tasks
Commission
Merchant
Market coverage
Sales contacts
Order processing
Breaking bulk
Credit
Holding inventory
Objective 6: 2
Retail Structure
Retail Trade
• Motor vehicle & parts dealers • Gasoline stations
• Furniture & home furnishings • Clothing & clothing
stores accessories stores
• Electronics & appliance • Sporting goods, hobby, book,
stores & music stores
• Building material & garden • General merchandise stores
equip. & supply dealers • Miscellaneous store retailers
• Food & beverage stores • Nonstore retailers
• Health & personal care stores
Objective 7: 1
Retail Structure Trends
Increasing sales
In 1997
— Charles Y. Lazarus
2
Distribution Tasks Performed by Retailers
•• Offer
Offermanpower
manpower& &physical
physicalfacilities
facilitiesclose
closeto
toconsumers’
consumers’
residences
residences
•• Provide
Providepersonal
personalassistance
assistanceto
tohelp
helpsell
sellproducts
products
•• Interpret
Interpretand
andrelay
relayconsumer
consumerdemand
demand
•• Divide
Dividelarge
largequantities
quantitiesinto
intoconsumer-sized
consumer-sizedlots lots
•• Offer
Offerstorage
storage
•• Remove
Removeriskriskby
byordering
orderingin
inadvance
advanceof ofthe
theseason
season
Objective 9: 2
Retailers’ Growing Power in Marketing
Channels
• Transportation agencies
• Storage agencies
• Order processing agencies
• Advertising agencies
• Financial agencies
• Insurance companies
• Marketing research firms